| Why won't car salespeople build rapport? | | | | What do you do for fun? |
| Too often, I see car salespeople trying to go | | | | Do you go on any long vacations? |
| from just meeting the customer to closing right | | | | Whatever it is you are talking about to build |
| away. And every chance they get, they are | | | | rapport, just get off the topic of trying to sell |
| trying to close the sale on price. Sure, you might | | | | them something and make them feel comfortable |
| sell a few vehicles and make some money. But | | | | with you ASAP. Now as you're building rapport, |
| it's not even close to what you should or can | | | | you should also qualify the right way. Building |
| earn in the car business. | | | | rapport and qualifying goes hand in hand. If you |
| Since most customers buy the vehicle because | | | | qualify properly, this will allow you to present the |
| they liked the car salesperson, why not get them | | | | proper vehicle rather than wondering the lot |
| to like you? Now don't brag about yourself to try | | | | presenting fifty million choices, which would only |
| to get them to like you. Instead build rapport with | | | | confuse the customer. But the point I'm trying to |
| them. If you start to build rapport with them, | | | | make is you must build enough rapport. If you do, |
| you'll notice it will slow down the sales process | | | | it will only increase your chance of closing the sale. |
| and you can go through the basic steps much | | | | Is there a set amount of time the car |
| more smoothly. | | | | salesperson should spend building rapport? |
| The customer is completely aware that they | | | | There really is no set time. The correct answer |
| walked into your dealership to buy a car. And | | | | would be as long as it takes. You can go through |
| they are also aware that you are there to sell | | | | the basic steps and still keep building rapport, as |
| them one. Since all of this is common sense try | | | | long as you have control over the conversation |
| making the customer feel as if they are here to | | | | you should be okay. |
| own a vehicle rather than you are there to sell | | | | If one of your strong points is that you're very |
| them one. There is a difference. Because | | | | humorous, use that to your advantage. Just don't |
| customers in general don't like being sold to. | | | | be rude. Customers are much easier to close |
| Since almost all customers don't like to be sold, it's | | | | when they are having fun, laughing and having a |
| your job to get that nervousness out of the air | | | | great time. Mastering these selling skills is a must. |
| and ease that tension. Start asking them | | | | There are tons of others I teach. But building |
| open-ended questions and allow them to talk. | | | | rapport is a must to succeed in the car business |
| Break the ice and start asking them questions | | | | as a salesperson. |
| about themselves such as: | | | | |